Thoughtful Thursdays – Addressing the price objection… again
A common topic, perhaps the most common objection to sales – price. Today’s thought is about lessening the chances of encountering this objection.
We all look for the best value and I do not see that changing anytime soon. Our customers are no different. In my experience the objection comes up as a matter of routine to see if the sales person will negotiate or stand firm.
Wouldn’t it be great if we could reduce the number of price objections? Here are a few tips I have found to do just that.
- Quantify and reinforce the dollar benefits in choosing your business as the supplier.
- State that the prices you quote are the best you can do
- Address the customer’s needs and let them know your recommendations represent the best value
- Be consistent and get known for providing great value all the time
In conclusion, you want to make a habit of demonstrating that your products and/or services provide the best solutions to your customers’ needs.
Good selling,
Richard
Comments are closed.